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How can we win our competitors' customers? |
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What are we doing to ensure long-
term customer loyalty? |
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What can we do to secure our
long-term market success? |
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Choosing the right customers: The Prey Matrix |
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The strategy for making the most of the available potential |
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Initial talks with focus customers |
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How to use typical objections of competitors' customers in your own sales arguments |
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Presenting yourself as the better partner |
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Defining activity plans for the next steps |
And what do you stand to gain?
Your team of field sales reps will subsequently be able to work their sales area more systematically. The success which one of our customers was able to achieve with these strategies speaks for itself:
"Even during the difficult economic climate of 2002 we were able to boost our sales by around 4% while our competitors' sales dropped by between 3% and 9%." |
